WebSphere Top Gun

WebSphere Top Gun focuses on selling the IBM Application Integration Middleware products from IBM’s WebSphere portfolio. This is an intensive 4.5 day class for people who sell IBM WebSphere software. The objectives for the attendee include:

• Build strong foundational WebSphere product knowledge categorized around Business Process Management, Application Connectivity and Application Infrastructure Services;
• Identify WebSphere sales opportunities across industries;
• Follow prescriptive steps to build sales pipeline;
• Outline a high level architecture to solve customer business problems;
• Combine IBM software and Hardware and Services to deliver a complete SOA solution;
• Identify all necessary steps to close the deal via Win Plans;
• Beat the competition and win sales engagements by leveraging IBM’s unique capabilities and correct competitive execution

This is a pass/fail classroom experience which features face-to-face lectures, interactive sessions, Win Plan exercises, testing, quizzes and value assessments. Prerequisites are required. There is no tuition charge. Attendees are responsible for their own travel and living.

Websphere Top Gun is a 4.5 day class.

The target audience for this class is people with sales responsibility for WebSphere: WebSphere Sales Specialists (primary target), IBM Business Partners, Coverage SSRs, Business Consulting Services, IBM Global Services, Systems Integrators, and anyone selling and/or recommending WebSphere solutions.

1. Enable students to spot opportunities and sell IBM WebSphere solutions in a competitive sales situation
2. Enable students to sell WebSphere in the context of the Customer value, Service Oriented Architecture, and the capabilities that WebSphere provides
3. Enable the students to understand the competition, their strategies and likely tactics, and how to combat these strategies
4. Enable students to leverage the IBM software and hardware advantages to sell against the competition

1. Understand Signature Selling Methodology.
2. Basic knowledge of the WebSphere product family. This can be obtained by attending Software Top Gun, or studying distributed learning modules which will be identified approximately 30 days prior to class (approx 2 hours).

Exact agenda and timings vary from class to class.

• Leadership Messages
• Smart SOA - Monetize SOA
• WAS Imperative #1 – Protect the base
• WAS Imperative #2 – Leverage the base
• WAS Imperative #3 – Upsell new Technology
• WAS Imperative #4 – Expand by Infiltrating the Competition
• WebSphere Competitors
• Outsmart the Software Competition
• Competitive Execution
• WebSphere Commerce
• Selling IBM BPM
• IBM BPM products
• WebSphere Service Registry and Repository
• WebSphere Business Services Fabric
• Messaging Overview
• Selling the IBM ESB
• DataPower
• WebSphere on z
• Dealing with WebSphere Competition
• Transformation
• WebSphere Commerce
• WebSphere for the Mainframes/QOS
• Show the WebSphere Vision
• Executive Perspective

Click on the date below to enroll in a future class or to view photos of prior class Top Guns!

"Unbelievable class. This is how information on how to sell IBM SW should be delivered." – WebSphere Competitive Sales Specialist ( USA)

"Fabulous. Should be mandatory of all new WebSphere Sales within their first 6 months on the job." – Sales Specialist (UK)

"Outstanding class will have a direct impact on revenue." WebSphere Sales Manager (A/NZ)

"Best class I've taken at IBM. I left with specific action items to close current opportunities. I also gained a greater understanding of the WebSphere portfolio that I believe will assist in finding and developing future opportunities. Everyone in IBM should attend." WebSphere Sales Specialist (USA)

"Class was the most valuable I have ever been to." Software Sales Specialist (Switzerland)

"Excellent! I gained valuable knowledge, not only from a WebSphere product point of view, but also business. Enjoyed thoroughly, many thanks!" Business Partner (Australia)

"I cannot imagine doing my job at full capacity without having undergone this course." WebSphere Sales Specialist (USA)

"This class is the best that I have ever attended. This class helped me to organize all of WebSphere and taught me how to propose this to my customer. And most importantly this class taught me how to beat the competition." – Business Partner (Thailand)

"Best training Ive had in my selling career." WebSphere Sales Specialist (UK)

"It was quite amazing what I've learned in this course. Before the last test I felt so overwhelmed with information that I've astonished myself by easily knowing the answers. The knowledge really seems to be inside me, so that I will be able to use it easily in sales." WebSphere Sales Specialist (Germany)

"Being an SSR I had some concern about attending this course. It was long, difficult (just as explained) and worth every minute of it! This was an outstanding course. Very well done, great presenters and outstanding information. I feel much better and more confident walking into my customers and explaining WebSphere products." CSSR (USA)

Mark Buchner
mbuchner@us.ibm.com

Jim Brammer
Jim.Brammer@us.ibm.com